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12
Keeping Your Team on Track & Ready for the Next Challenge
With the anniversary of the first shelter-in-place orders in our rearview mirror, it's
fair to acknowledge that motivation can be hard to come by sometimes. As a team leader in real estate, there are many things out there you can't always control. That fact can seem overwhelming at times like these, but in the last year, you've done your best to stay afloat amongst the current of constant change.
The key to maintaining that success? Staying focused on what's in your zone of influence.
Odds are good your team members are still navigating plenty of stress and uncertainty. It's more vital than ever to leverage relationships and understand what motivates the people around you. When you deeply understand each person's mindset, it gives your entire team a winning edge.
Delving into motivations means you can:
• Help others reach their full potential even when you have limited resources to shape behavior
• Offset the effects of issues outside of your control, like the overarching trends in your market
Business leaders have long known cash compensation isn't the only thing that gets people out of bed in the morning. Although real estate has its share of those who aspire to reach "top earner" status, you'll find diverse motivations within any team. And in a sense, this is no surprise. After all, real estate is one of the most popular second careers.
Drives Leaders Can Use to Keep Teams Motivated
Think about one of your teammates. Got someone specific in mind? Good. Imagine he or she has the chance to earn a big promotion. Just one upcoming project will determine who gets the new role, and your teammate is already being seen as a strong contender. As they think about the promotion, what pops into their mind first?
- The satisfaction of knowing they have done genuinely excellent work?
- The opportunity to enjoy a larger salary and higher commissions?
- The chance to lead, exercise influence, and tackle big problems?
- Helping more clients achieve their dreams through real estate?
- Gaining perspective that allows them to hone their skills more?
All five of these represent different drives that mold each person's character in particular ways. Someone driven most by a desire for achievement may see real estate – and the specific skills that foster success – as a craft to be improved "for its own sake," or to continuously outdo their personal best, rather than for material rewards.
On the other hand, someone who is driven by bonding and social impact may look at real estate as a way to make a positive difference in the community. Such a person might also feel strongly about contributing to the team as a mentor or even to the entire industry as a leader.
This doesn't mean, however, that anyone is "ruled" solely by a single influence, as in a horoscope.
Everyone is a blend of multiple influences, and the most prominent ones can change over time. Everything from a person's stage in life to the current state of their real estate market could cause some- one's motivations to evolve.
However, most people have particular motivations they remain centered in most of the time or come back to again and again. These reflect temperament and core values and rarely change radically. Because they are so consistent over time, a team can flourish when each drive is represented in the workplace.
Here are some ways to use these core drives to keep your team's motivation high:
Achievement
Celebrate Individual and Team Successes
Achievement is validated by social recognition. Stay aware of what team members are doing and find ways to show appreciation. This may take the form of a one-on-one congratulations, a brief shout-out in a group meeting, or a note in your team's usual email newsletter or chat channel.
Establish Group-Wide Opportunities to Excel
If you're tracking KPIs, you know what's critical to success. But have you designed exciting opportunities for achievement-minded people to reach for the brass ring? Think about how you can take the old-fashioned idea of "Employee of the Month" and make it truly suitable for your team!
Incentive
Come Up With Creative Bonuses
Cash isn't always the best way to engage an incentive-minded person. It's much easier to tell a story and build excitement around something like a vacation than a one-time bonus. Creative incentives often cost less and inspire better results because they serve as something amazing to look forward to.
Introduce New Office Perks
Employee benefits are integral to any incentive-based worker's thought process. But perks must be helpful to your team to make a difference. Tech start-ups may love foosball in the break room, but how would your team feel? What can you offer now or acquire at a discount that would make everyone's day better?
Influence
Offer Team Members "Stretch" Projects
People who are focused on influence – sometimes thought of as "power" – feel a deep need to produce results when they are in the spotlight. They are all about tackling big problems, so be sure they have something that's at least a little bit outside their comfort zone that they can use to stretch their leadership.
Embrace Real Estate Automation
On the flip side, someone who is already fully booked up can't stretch. That can lead to boredom and burnout for the in- fluence-seeker. Now's the perfect time to look at your technology stack and see what common day-to-day processes you can automate, leaving your team more time to shoot for the stars.
Social
Sponsor a "Zoom Happy Hour"
Zoom happy hour is a new way to bring social bonding into the videoconferencing era. While some people may dodge optional Zoom socializing, it can be a welcome lifesaver for those who miss water cooler conversations. The event also serves as valuable bonding time by incorporating music and party games, such as trivia quizzes about colleagues.
Take Advantage of Virtual Convention Season
Most agencies still have a limited number of people who are vaccinated. With that in mind, the 2021 convention season will stay largely virtual. Despite the distance, a virtual event is rich with networking opportunities, and your most social team members can bring back wisdom from around the country.
Competence
Open the Way to Mentor-Mentee Relationships
Mentorship creates a powerful reciprocal relationship that keeps someone "in the loop" and connected to the group – especially crucial in isolating situations. For those who pursue achievement, it has the bonus of smoothing the path to note-worthy successes. The mentee can learn faster and avoid "reinventing the wheel."
Make Sure Everyone Is Getting Useful Feedback
A proactive approach to talent development keeps competence-minded people moving forward even when the long-term outlook is clouded by ambiguity. Create venues for feedback, whether regular 1-on-1 meetings or Zoom "office hours," and be sure each team member knows which skills he or she should work on.
In any new situation, teams thrive when they adapt quickly and wholeheartedly. Use these techniques to connect with the deep wellspring of motivation inside your team members so they can continue to work together and support each other more effectively, no matter what the future may bring.
